Our research was conducted over a two-year period at the University of Tennessee, in cooperation with five partner companies and more than 100 of their overseas suppliers. The five companies represented the industrial chemical, consumer durable, industrial packaging, toy and apparel industries. Both the buyer and seller participants are multinational corporations operating from multiple locations in 19 countries: Argentina, Australia, Brazil, Chile, China, Czech Republic, Germany, Holland, India, Italy, Japan, Korea, Malaysia, Mexico, Poland, Singapore, South Africa, Taiwan and the United States. We conducted extensive telephone interviews with informants from the companies to understand their exchange context, the nature of their tasks and the relevance of the measures to their industrial experience. The measures were derived from the extant literature and adapted to suit the context of our study. We then launched a Web survey through a multiple-contact strategy and collected data from 264 respondents (132 purchasing executives from the buyer companies and 132 marketing/sales executives from their corresponding overseas suppliers). The respondents were prescreened to ensure that they had significant knowledge about the exchange relationship we were studying. The dyads had worked with each other an average of 12.2 years and purchased more than $400 million annually in materials. Partial least squares analysis was then conducted to test the hypothesized relationships between our proposed antecedents and knowledge sharing and the effect of knowledge... To read the complete article, login or sign-up using the form below.
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